ONCE0542 - Negotiation: Get What You Want
Course Description
Negotiation is a key skill for success in business and everyday life. Knowing strategies to clarify what you want and how to prioritize needs will ensure you get more of what?s essential. Having the skills to help others get what they want will improve relationships and increase your odds of success in the future. Work with a pro to learn how to plan, implement and win in the bargaining process. Save time, grow your business network and gain confidence when dealing with even the shrewdest of deal-makers. Invest in these skills now and reap a lifetime of rewards. No discounts apply to online courses.
Course Outline
Unit 1: Introduction to the Negotiation
- Your natural bargaining style and how you can strengthen it
- Understanding winning - the hallmarks of a successful negotiation
- The steps to planning a successful bargaining process
- Knowing your power sources
- Balancing firmness and flexibility
Unit 2: Option Building and Boundary Setting
- Creating goals and priorities in the deal
- Creating bargaining boundaries
- How to build your options
- How to create better options for your opponent, without giving away what you value
Unit 3: Managing the Negotiating Process
- Managing the process
- Managing yourself
- Managing the other side
- Managing relationships
- Managing communication
Unit 4: Black Belt Skills
- Planning to give more and get more
- Developing a BATNA, knowing when to employ it
- Crafting the agreements and commitments
- Diverting tricky tactics and attempts at dirty dealing
Learner Outcomes
Course outcomes
Upon successful completion of the course, you will:
- Possess the skills to plan a successful strategy for bargaining in most any situation.
- Know tactics and strategies for win-win bargaining and other, less collaborative styles, when the situation calls for it.
- Have the ability to recognize and antidote pressure tactics and other common ploys experienced negotiators might use to distract or derail you.
- Have options for creating powerful alternative strategies when a deal falls through.
- Know how to expand the options in a negotiation, so that you get more and give more.
- Expand your knowledge of ways to create positive relationships, while meeting your needs and those of your constituents.
Course objectives
- To provide beginning-to-intermediate level skill in planning and implementing a successful negotiation.
- To give participants skills and knowledge that will foster confidence during the bargaining process.
- To help participants recognize negative tactics so they will not be influenced in a way that derails an otherwise successful bargaining session.
- To address the methods for bargaining in such a way that one can accomplish their key goals, while protecting and enhancing relationships for the future.
- To introduce the skill set for maximizing the greatest possible win for each side, thereby leveraging opportunities for individual and mutual gain.
Notes
Instructor: Greg Marsello
Greg Marsello is LERN’s Vice President for Organizational Development and a national authority on reengineering management and running programs. Marsello is a co-founder of LERN and was chair of the Board of Directors for 12 years. With more than 20 years in the business, he has authored publications, gives frequent seminars and does consulting on marketing, management and program development.
For 35 years, Marsello served as President of the Learning Connection, an independent, community based learning organization which he founded in 1980. During his tenure as president of the Learning Connection, that organization became the foremost program of its type in the United Stated and not only modeled best practice in lifelong learning but contributed to the creation of LERN’s benchmarks for successful lifelong learning and continuing education practice.
This Self-Paced Online course is offered through partnership with LERN/UGotClass.
Cancellation, Withdrawal and Refund Policy: A participant who withdraws from a non-credit course, in writing, up to one-week prior to the starting date of the course, will receive a refund, minus a $25 withdrawal fee; for all certificate programs the withdrawal fee is $50. For courses costing $75 or less, the withdrawal fee is $10 per course. No refunds will be given after that time. E-mail your withdrawal request to: ncce@temple.edu. Please note that if you do not officially withdrawal from a course and you do not attend the course, you are still responsible for payment. Temple University reserves the right to cancel a course for any reason. If the course is cancelled, you will be notified, and your entire tuition will be refunded. For more information contact us at ncce@temple.edu or 267-468-8500.